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Proposition d’un modèle de relations producteur-distributeur : une application à la gestion des conflits en contexte interculturel

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  • Hoang Linh VU
  • Dominique BONET FERNANDEZ

Abstract

The internationalization of large retailers increases exchanges between partners from different countries and culture. In this context, the question of their mutual adjustment becomes essential. The difficulties of adaptation inherent in international relations can be an obstacle to cooperation. This research focuses on the explanation of conflict and the adjustment mechanisms between large retailers and suppliers of the host country. It is based on the analysis of the determinants and consequences of conflict on the partners’ satisfaction considering culture as a key variable. We present the literature review which has enabled us to develop the modeling of relations.

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Bibliographic Info

Paper provided by Department of Research, Ipag Business School in its series Working Papers with number 2014-231.

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Length: 18 pages
Date of creation: 22 Apr 2014
Date of revision:
Handle: RePEc:ipg:wpaper:2014-231

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Keywords: Producer retailer relationships; Conflict management; Intercultural management.;

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  1. Williams, Jerome D. & Han, Sang-Lin & Qualls, William J., 1998. "A Conceptual Model and Study of Cross-Cultural Business Relationships," Journal of Business Research, Elsevier, vol. 42(2), pages 135-143, June.
  2. Hicham ABBAD & Gilles PACHÉ & Dominique BONET FERNANDEZ, 2014. "Peut-on désormais parler d’engagement du distributeur dans la relation avec l’industriel ?," Working Papers 2014-202, Department of Research, Ipag Business School.
  3. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
  4. O'Cass, Aron & Ngo, Liem Viet, 2007. "Balancing external adaptation and internal effectiveness: Achieving better brand performance," Journal of Business Research, Elsevier, vol. 60(1), pages 11-20, January.
  5. Robert E. Quinn & John Rohrbaugh, 1983. "A Spatial Model of Effectiveness Criteria: Towards a Competing Values Approach to Organizational Analysis," Management Science, INFORMS, vol. 29(3), pages 363-377, March.
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